Interesting thing happened to my new guy the other day. One of his prospects that had been to a presentation a couple days before called and asked him to come over to the house that night and tell her friends about the biz.
That would get most people excited. It got me worried…
Because on the surface something like that looks great. But in reality, it almost never is. There are a couple things wrong with this picture:
First the prospect hasn’t signed up and made a commitment. Sometimes prospects want to “test drive” the biz without making a commitment. They figure if their friends sign up, then they’ll join, and if they don’t, they saved the money for the activation order. Very foolish thinking…
Prospects almost never join someone that is committed themselves. And the original prospect has no training on how to invite, host a presentation, or follow up. They have no info packs or samples and no product experience.
So when something like this comes up, I think you have to do some tough love. I recommend telling them something like, “I’m excited that you’re excited. And I want to help you be successful. But to do that, it’s important that you get signed up yourself first. Let’s get your kit and product ordered, and get you through the Get Started training. Otherwise you are likely to blow away your best prospects, because you’re not trained yet.”
What about you? Do you make people sign up first? Or do you run with the excitement and count on that getting them committed?